USA Today reported that many people suffer from “financial advisor anxiety” — nervousness that makes them reluctant to share the intimate and important details of their finances with an advisor.

What’s behind this anxiety? Fears that are so deep-rooted that it can take years before you get to fully know and understand your client. Since fears can keep your client from providing the right information to build a trusting relationship, another important question must be explored.

What makes a prospect or new client divulge the necessary information in a relatively short period of time? Trust.

So while you are building trust by asking all the right open-ended questions with the prospect, they are assessing you to see if your answers address their fears.